Upwork vs LinkedIn vs Your Website: How to Get Consulting Clients
Consulting businesses, whether you're a life coach, HR advisor, or strategy expert, rely on getting clients. The big question is: should you get clients through freelance platforms, or should you focus on bringing them in directly? Let's break down the best approach for your consulting firm.
READY TO TAKE ACTION?
Use the free LaunchAdvisor checklist to track every step in this guide.
The Fast Answer for Consulting (Any Type)
Start by listing your services on major freelance platforms like Upwork and LinkedIn Services to get your first clients and build your portfolio. These platforms reach different client groups. At the same time, begin setting up your own professional website and content marketing. As you gain client testimonials and repeat clients, slowly move your marketing focus toward getting direct clients. Direct clients mean no platform fees (which can be 5-20%), you own their contact information, and you build a long-term relationship that grows your business steadily.
Comparing Your Client-Getting Options
* **Upwork:** Huge global client pool, platform fee is 10% for consultants (clients also pay a 5% processing fee), strong search algorithm for discovering consultants, Upwork owns client contact info until a contract starts. Good for finding project-based or hourly work quickly. * **LinkedIn Services:** Growing professional network, typically free for basic service listings, clients connect directly, less algorithm-driven search, you own the client relationship from the start. Great for showcasing expertise and getting referrals. * **Your Own Website:** Zero client acquisition fees (beyond marketing costs), you fully own the client relationship and email list, requires investment in SEO, content marketing, or paid ads to drive traffic. Tools like Acuity Scheduling or Calendly (from $15-30/month) integrate with your site for easy booking, and CRMs like HubSpot (free tier available) manage leads.
When to Start with Platforms Like Upwork or LinkedIn
Platforms like Upwork have the widest reach for new consultants looking for clients. They are perfect for your first few engagements because their built-in audience helps you get visibility before you have a strong client history or testimonials. Fully optimize your profile: use a professional headshot, write a clear, benefit-driven description of your services, set a competitive initial hourly rate, and respond quickly to inquiries. These four steps will boost your ranking and help you land those crucial first projects.
When to Focus on Getting Clients Directly
Start building your direct client channels once you have 10-15 strong client testimonials and a good understanding of your ideal client profile. A professional website and direct outreach eliminate the 10-20% platform fees and, more importantly, let you collect client email addresses and build your own network. A consulting business making $15,000 each month. If 30% of that money comes from clients you found directly, instead of through a platform, you could save $5,400 to $10,800 per year in fees (assuming platforms charge 10-20%). Use tools like Calendly or HubSpot CRM to manage your direct inquiries and ensure you don't overbook your time.
The Best Client Strategy for Consultants
A multi-channel approach is smart: start with platforms like Upwork or LinkedIn Services to get your first clients, and then build your direct client channels once you have a solid track record. The main goal over time is to lessen how much you rely on these platforms. You don't have to stop using them, but try to get 30-40% of your clients directly, while 60-70% still come from platforms. This way, you're safer from platform rule changes, fee hikes, and competition.
Steps to Get Your First Consulting Clients
1. **List on Upwork/LinkedIn:** Create a detailed profile on Upwork (upwork.com) or LinkedIn Services (linkedin.com/pro/services), showcasing your skills, experience, and service offerings. Use a clear, professional headshot and competitive hourly or project rates based on market research (e.g., Glassdoor, industry surveys). 2. **Build Your Website:** Set up a simple professional website (e.g., using WordPress, Squarespace, Wix) that clearly states your services, target clients, and includes testimonials. Make sure it has an easy way for clients to contact you or book a discovery call. 3. **Start Direct Outreach:** Begin building your direct client channel by actively networking, asking for referrals from past clients, creating valuable content (blog posts, LinkedIn articles), and offering free discovery calls. Share your website URL in all your professional communications.
FREQUENTLY ASKED QUESTIONS
Can I list my property on both Airbnb and VRBO?
Yes. Use a channel manager (Hospitable, Lodgify, Guesty) to sync your calendar across both platforms and prevent double bookings. This is standard practice for experienced hosts.
What is the total Airbnb fee charged to guests?
Airbnb charges guests a service fee of 14–16% on top of your nightly rate, cleaning fee, and taxes. This means a $150/night listing appears as approximately $175–180 to guests before taxes. This affects your competitive positioning — factor it into your pricing strategy.
Do I need a business license to operate a short-term rental?
In most jurisdictions, yes. Many cities require a short-term rental permit, business license, and hotel/transient occupancy tax registration. Airbnb collects and remits occupancy taxes in many markets automatically, but you are still responsible for your business license. Check your city or county regulations before your first booking.
Apply This in Your Checklist